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Jared Hamilton
From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

social media ads.....what works?

social media ads.....what works?

 Lets talk a little about social media. The dealership that I have worked at has always focused on Facebook in this area. We would do a dail…

3 Proven Marketing Strategies for Small Businesses

3 Proven Marketing Strategies for Small Businesses

One of the most important things that small businesses need is a marketing strategy that is affordable and produces a high return on investment. There are …

Be More Than A Salesperson

Be More Than A Salesperson

Ease the anxiety and create an experience that is stress-free, encouraging and hopefully ends with sending them home in a new set of wheels. Leverage the …

Car Sales Advice For New Salespeople

Car Sales Advice For New Salespeople

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to sha…

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

5 Avoidable Ways that Car Dealerships Can Reduce Staff or Customer Injuries and Liability

The National Automotive Dealer Association (NADA) data for 2016, revealed that there are 16,708 franchised dealerships in the United States, who sold a rec…

When I was managing salespeople in a dealership there was always a fair amount of emphasis on follow up. As we got better at tracking this part of the sales process through better CRM’s we realized how often the call didn’t happen. Or, if the call did happen, they found out nothing new. Often they couldn’t get their guests to pick up the phone at all. Initially, a good follow up call is set up before the guest leaves the dealership. If they decide not to buy on the first visit, finding out what the customer is thinking and making sure no stone is left unturned is the best way to make sure the guest picks up the phone. Also, set a time for the follow up call, get the best number to contact them, and then ask for another number When talking about before-the-sale follow up, there is one rule that must always be followed. Focus on what has changed. What has changed on your end? What has changed for the customer? Some of the obvious changes for the salesperson are inventory and rebates or incentives. A dealership is always selling cars, getting in fresh inventory either from the factory or on trade. On new vehicles, the manufacturers are always putting out new programs to move inventory. Like I said, fairly obvious. But let’s look at what has changed with the customer. After the guest left the dealership they didn’t climb into a vacuum. They are visiting other dealerships. They may be shopping and researching online (how many times have you had a guest visit your store and submit a lead that same evening?). They may be going over finances. A good sales consultant knows that the guest may be on a different model, brand, or possibly switched from new to used. Spend some time thinking about all the different ways you can get your customers to tell you what has changed. I’d love to see your answers posted.

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